Sales Development Representative

About the role

This role supports the Chicago and Midwest sales strategy from the Somerville, MA corporate office. New representatives undergo hands-on field training locally before transitioning to comprehensive sales training at the corporate office.

Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.

Key facts

What you'll do

Outreach teams use cold calls, email, and social media to open new doors for the sales territory. Lead management teams set appointments, follow up on leads, and track progress against sales activities. Prospecting teams learn and use tools to secure meetings for joint selling with the Business Development Manager.

Requirements

Candidates hold a BS or BA in Business, Marketing, Communications, Environmental Science, or Environmental Studies. Candidates demonstrate proficiency with MS Office, Word, Excel, and Outlook. Candidates show eagerness to learn and pursue professional growth with a winning and enthusiastic attitude. Candidates possess strong verbal and written communication skills. Candidates complete tasks urgently, effectively, and efficiently. Candidates build and maintain relationships with clients and colleagues quickly. Candidates hold a valid US driver's license and reliable transportation. Candidates must be eligible to work in the United States without future sponsorship. Candidates consent to Motor Vehicle Record screening, criminal background checks, pre-employment physical, and drug screening.

Practical notes

This role is based onsite and requires consent to background and record checks. Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Nice to have

Experience with Sandler Sales methodology or consultative sales training is a plus.

Skills & tools

Proficiency with MS Office, consultative sales methodologies, and CRM software.

Good to know

Environmental services sales roles often involve consultative selling to institutions in regulated sectors. Training programs for this role combine field immersion and classroom sessions. Career paths may advance from Sales Development Representative to Business Development Associate within the organization. Tools commonly used include CRM platforms and sales prospecting software. Success in this role depends on strong communication, time management, and adaptability.

Questions to ask

Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.